Cold Calls – A New Way to Open – Cold Calling Tips to Create Openings for Real Conversation!
Most of us design our cold calling around scripts and strategies. Isnt that how weve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing.
Thats why as soon as we make a cold call, the other person knows right away that our agenda is not to have a conversation, but to make a sale. Theres something about scripts and sales strategies — it always shows. Were not being natural, and other people can sense within the first few seconds that were out to make a sale. Once that happens, potential clients are immediately put on the defensive. They dont want to be maneuvered into a sale. As soon as they recognize that youre a salesperson with a sales agenda, most of the time they just want you to go away.
I call this “The Wall.” It goes something like this: “Uh-oh, another salesperson. I’m about to be sold something. How fast can I get this person off the phone?” In other words, its over at “Hello.”...
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